• Collaborating with the Account Executive to thoroughly understand the prospect's technical environment, Kubernetes challenges, cost optimization goals, and key business objectives through in-depth technical discovery sessions. • Owning and driving the technical validation and Proof of Concepts (POCs) specifically for PerfectScale. This includes meticulous POC preparation, proactive management, and ensuring successful technical outcomes, demonstrating clear value and alignment with prospect requirements. • Developing and delivering compelling and tailored PerfectScale platform demonstrations to prospects, effectively showcasing its capabilities and addressing their specific use cases and concerns. • Leveraging your analytical skills and deep understanding of Kubernetes to develop compelling business cases and robust ROI analyses that clearly articulate the tangible value, cost savings, and performance improvements achievable with PerfectScale. • Becoming the go-to expert within the company for PerfectScale, ensuring prospects achieve optimal results and a seamless implementation experience. • Taking full ownership of the technical win for PerfectScale engagements, guiding prospects through the technical evaluation process, addressing all technical requirements, and building technical confidence in the solution. • Representing DoiT and PerfectScale at company events and industry conferences, delivering engaging presentations and demonstrations to a wider audience, showcasing our Kubernetes optimization expertise and platform capabilities. • Ensure timely entry of data into internal business support solutions. Contribute to systems and tools to provide key business information and metrics to highlight performance and effectiveness.

• Join as an early member of a high growth team working together to solve technical and customer problems the right way • Partner with our Sales team to articulate the overall Grafana value proposition, vision, and strategy to customers • Own the technical engagement with customers and help to close high-velocity opportunities through advanced competitive knowledge, technical skill, and credibility • Deliver product and technical presentations to potential and existing customers • Proactively communicate with customers and internal teams to provide a feedback loop on our products and the competitive landscape • Drive product conversations based on need and problems learned during customer interactions • Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles, and create other public and internal enablement material

• Lead the development of enterprise-grade, scalable solutions, managing integrations involving internal teams, third-party integrators, or custom-built systems using various Samsara’s Web integration technologies (APIs, Webhooks, Connectors, and more.) • Take full ownership of high-impact, high-risk projects—from navigating ambiguous requirements and integration design through configuration, delivery, maintenance, and operational support. Comfortable making delivery commitments for larger projects • Act as a technical lead, mentoring engineers to establish the foundational standards for robust, enterprise-level integrations. • Serve as the vital link between Customers and Product/Engineering teams; relaying feedback to align product roadmaps with customer success and evolving market needs. • Leverage AI-driven workflows and modern technologies (Glean, Cursor etc.) to continually uplevel the team’s efficiency and technical stack. • Create customer-facing launch plans and roadmaps, own and drive internal initiatives that enhance team visibility across the organization and improve operational efficiency through process automation. • Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices • Build, Test, validate and review thorough code reviews and provides feedback that is actionable and insightful • Exchange best practices, share knowledge with the Samsara product team, developer community, and advocate for customer experience • Contribute to the enhancement of Professional Services methodologies and tools

Role Description Are you looking to make a real impact and play a meaningful role in the growth of our company? As a Solutions Architect (SA) at Elastic, you will serve as a technical authority and trusted advisor to our sales team, customers, partners, and community. You will understand and solve our customers’ business issues with the Elastic Stack, and engage the regional Elastic community through events and programs. A successful SA at Elastic will be focused on excellence, taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo. What You Will Be Doing - Serving as the technical point of contact for some of our clients. - Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs. - Creating and owning value-based relationships at all levels in customer organizations. - Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win. - Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings and at events such as meetups and conferences. - Advising the sales team on effective ways of positioning Elastic products, solutions, and services. - Onboarding, educating, and enabling our partners, and supporting them in sales cycles. - Creating collateral, contributing to programs, and collaborating with other Elasticians to meet individual client needs. - Being the voice of the customer and community to communicate needs, gaps, and enhancements to our engineering and leadership teams. - Deepening both your sales and technical skills through self-driven education while taking advantage of all the professional development opportunities provided by Elastic. Qualifications - A track record of success in a technical presales role. - Experience in at least one of those technologies/solutions is a must: AI enterprise search, observability, or cybersecurity. - Experience with security solutions is a strong advantage. - Experience in working with large or mid-size organizations. - A demonstrable ability to articulate and sell the benefits of modern platforms, software, and technologies. - A real passion for being curious and a continuous learner. - A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors. - An ability to influence. - The ability to inspire groups, both large and small. - A willingness to travel 30% within a region, as well as occasionally internationally. - Fluent in English (business or native level). Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave.